Are You Listening?

Posted on Aug 26, 2010 in Blog, Client Experience, Networking by Lisa 3 Comments

Every day I am amazed by the number of people on Twitter, Facebook and other social media outlets who bombard their followers with sales pitches. There is no effort made to get to know the people they are trying to sell to and no communication other than those geared at getting a “fast close”.

Last week at Incentive Works, Gary Vaynerchuk used the analogy that these people are acting like 19 year old boys. They have no interest in getting to know you, they just want to seal the deal and move on. He could not have been more right!

Social media can be a fantastic sales tool when used correctly. You just have to slow down and remember the “social” part. Most people follow you because they already have an interest in you, your service, your product or your company. Get to know them a bit and build a relationship with them before you rush in.

Here are some tips that will help you to “Always Be Communicating”:

1. Listen – This is the most important part of communication. No one wants to hear another person talk about themselves all the time. Take the time to listen or read what your followers are saying and use that to get to know them better.
2. Ask Questions – When you show an interest in someone else it will always lead to a good relationship with them. Ask about their likes and dislikes, learn more about what they are looking for, and use that to your advantage.
3. Ask “How Can I Help?” – No matter how cliché it sounds, you will always attract more bees with honey. Pay attention to the needs of the people in your social circle and figure out how you can help them. If it is something related to your business, politely offer your service by telling them exactly why you feel you are the right fit. Doing this will show that you have been paying attention and you know exactly what issues they are dealing with.
4. Make Connections – If the issue they are facing is not something that you are qualified to help with, look at the others in your circle. Is there someone that you could put this person in contact with that can help them? Introduce the two and watch your brownie points skyrocket! Through this one simple act, you have shown that you were paying attention to both contacts, are not involved in social media just for what it can do for you, are a resourceful person to whom they can turn without fear of being just another sale, and are a respectful and reputable business person.
5. Use Your Resources Wisely – sites like www.search.twitter.com are a fantastic resource for finding people who may be interested in your products or services. However, those people don’t want your “junk mail” filling up their Facebook pages or Tweet Decks anymore than homeowner’s want it in their mailbox. Utilize these types of services to find potential customers and then build a relationship with them.

If you follow these simple steps the close will come on its own. You will find that people trust you and are more confident in your ability to help them and others in their own circle of friends. No more fumbling, stumbling and rushing to the close. Communicate and banish that 19 year old boy from your business strategy forever!

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Tags: ABC's, Build relationships, Business, Communicating, Communication, Customer Service, influence, intention, Lisa Larter, make a positive impression, Networking, Reaction, relationships, Response, Results, sales, Social, Social Media, Social Media Expert, Success, Twitter

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  Patti DeNucci Aug 26 2010 - 2:20 pm Reply

  Lisa, I couldn’t agree with you more. Building business relationships is not unlike building some of the most important personal relationships in our lives. The same principles should be followed and in the end it’s the quality, not the quantity that matters.

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  Jeremiah M. Wean Aug 28 2010 - 12:50 pm Reply

  Lisa,

  I like it. Listening and responding are becoming a lost art. #4 is huge, connecting and helping others.

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    Lisa Aug 28 2010 - 3:24 pm Reply

    Thanks Jeremiah and Patti, I agree 100%.

    Too many people think that they can grow their business on line by being 100% self serving and uninterested in helping anyone along the way.

    In my world that doesn’t work on line or in person. Glad you both agree!